The Role
Acquires new clients, manages RFQs, RFIs, RFPs, quotes, proposals, key accounts, renewals, and account plans. Builds executive-level client and vendor relationships, conducts innovation and roadmap sessions, pitches CX/CCaaS, UCaaS, networking, cybersecurity, and workplace solutions, and coordinates presales support. Maintains Salesforce opportunities, achieves vendor certifications, and meets quarterly and annual revenue and gross-margin targets.
Summary Generated by Built In
Key Responsibilities of the role include;
- Acquiring new clients
- Owning, managing and responding to RFQ’s, RFI’s and RFP’s
- Developing quotes and proposals in conjunction with the Black Box Solutions team
- Managing selected key accounts
- Establishing and maintaining client relationships across all levels of the organisation
- Managing contract renewals for selected existing clients
- Development and maintaining an active account plan for key clients
- Running regular innovation and roadmap sessions with clients
- Growing our footprint with existing clients through the introduction of additional products and services from the Black Box portfolio (CX/CCaaS, Digital Workplace/UCaaS, Enterprise Networking & Cyber Security)
- Pitching solutions and services
- Engaging the Solutions and Innovation team to assist with client demonstrations, discovery workshops, RFP responses, presales design, client roadmaps
- Selling value to avoid discounting
- Achieving and maintaining Vendor certifications
- Rigorous maintenance of Salesforce, ensuring that all opportunities are documented and up to date on a regular basis
- Achieving quarterly and annual Revenue and Gross Margin targets.
You will have the following skills and experience;
- Understanding of the business benefits delivered by integrated CX/EX technologies, including Contact Centre, Automation, IP telephony and their associated consulting, integration, professional services, and ongoing annuity support, and has experience in selling these solutions
- Understanding of the business benefits of delivering leading Modern Workplace, Enterprise Networks and wireless/5G/LTE services and solutions, and has experience in selling these solutions
- High level of business and commercial acumen with an in-depth knowledge of the CX/EX industry (contact centre and employee engagement) and its current events
- Understanding of, and abides by, the principles and practices of strategic, value-based selling
- Identifies client needs and translates these into sales opportunities for Black Box
- Develops and maintains productive relationships with clients, prospective clients, consultants and vendor partners
- Exceptional interpersonal, presentation and negotiation skills to engage clients at all levels
- Excellent Communication skills – both written and oral
- The ability to handle pressure and meet tight deadlines
- Strong organisational skills and attention-to-detail with the ability to multi-task and prioritise well in a fast-paced, dynamic work environment
- 3+ years’ experience with proven track records of exceeding quota and key performance metrics.
- Qualification: Bachelor’s degree in business, marketing and/or IT preferred but not essential
Skills Required
- At least 3 years of experience with a proven track record of exceeding sales quotas and key performance metrics.
- Experience selling CX/EX technologies, including contact center, automation, IP telephony, consulting, integration, professional services, and annuity support.
- Experience selling modern workplace, enterprise networking, wireless, 5G, or LTE services and solutions.
- Bachelor's degree in business, marketing, and/or information technology.
- Strong business and commercial acumen with knowledge of the CX/EX industry.
- Strategic, value-based selling experience.
- Exceptional interpersonal, presentation, negotiation, written, and oral communication skills.
- Ability to handle pressure, meet tight deadlines, multitask, prioritize, and maintain strong attention to detail.
Black Box Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Box and has not been reviewed or approved by Black Box.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical and prescription drug coverage plus dental and vision plan options. Life and disability protections are also included, along with EAP and emergency travel assistance.
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Leave & Time Off Breadth — Time-off offerings are described as broad, including paid time off, company holidays, floating holidays, and multiple leave types such as jury duty and bereavement leave. Paid time off and benefits are also characterized as “good” in at least one recent account.
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Retirement Support — Retirement and tax-advantaged savings options include a 401(k), FSAs, and an HSA with company contributions. A company match is also cited in one instance, suggesting some employer support for retirement saving.
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The Company
What We Do
Black Box is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products to businesses in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. Black Box has strong service offerings in network integration, digital connectivity infrastructure, data center build-out, modern workplace, and cybersecurity for businesses across various industries including financial services, technology, healthcare, retail, public services like airports; manufacturing, and other sectors.
